Rachit Kataria

Centralize (YC W24)

Helping revenue teams operationalize multithreading

Co-Founder & CEO

AtoB

TL’d a team of 6 incredible engineers responsible for the core of our fuel card product vertical. Focused on fraud prevention, fleet admin UX, and optimal driver fueling behavior.

Tech Lead — Product

Scaled up partnerships integrations, built the foundations of our world-class discount network, and expanded the AtoB mobile app’s feature set to improve driver quality-of-life

Tech Lead — Partnerships, Discounts, and Drivers

Senior Software Engineer

Software Engineer

Blend

Worked as a backend member of our Lending Platform team, enabling lenders and borrowers to interact with ease and speed through the borrowing experience

• Migrated core lending configurations from a Mongo to Postgres-backed database as part of a larger effort to break down our monolith in favor of a micro-service approach. Used techniques such as dual reading / writing and gatekeepers to achieve zero-downtime  

• Rearchitected our internal Postgres Typescript client into a better encapsulated, performant API wrapper with eager and lazy cache functionality. Further upgraded the client by adding new server endpoints and deprecating stale ones using Express.js

• Refactored several critical public API endpoints for our annual v3 update; learned how to transform responses between versions to maintain backwards and forwards compatibility

Software Engineering Intern

Facebook

Shape Security

Worked on deep learning and AI applications for cybersecurity as part of Shape's Research Team

• Implemented novel, time-series classiﬁcation models using Python and Keras to analyze mobile telemetry data collected using an iOS app I built with Swift

• Presented research ﬁndings directly to CEO and CTO, as well as the entire engineering organization and received stellar feedback

Research Intern

Kleiner Perkins Caufield & Byers

2018 KPCB Engineering Fellow at Shape Security

Selected as one of 52 engineering fellows from a projected applicant pool of 3,000 to participate in the KPCB fellowship program | www.kpcbfellows.com

Engineering Fellow

USC Machine Learning and Data Mining (Melady) Lab 

Applied multiple deep learning survival models and data processing techniques to assess patient survival time analysis and risk of death for prostate cancer

Research Assistant

USC Viterbi School of Engineering

Served as an undergraduate teaching assistant for CSCI 104: Data Structures and Object Oriented Design (Spring 2017), CSCI 103: Introduction to Programming (Fall 2016)

• Mentored students on essential OOP concepts (polymorphism, abstraction, concurrency, inheritance), core data structures (linked lists, trees, queues, hash tables), and useful software tools (Github, gdb, Google Test)

Course Producer

Worked as a member of the Camera and Friend Sharing team.

• Spearheaded development of a new text mode in Facebook Stories on iOS that leverages client-side native rendering on consumption to ensure crisp photo quality

• Implemented an internal tool to promote client-side QA efforts and built a new, substantially improved testing flow to speed up development for employees across my division

• Presented work to the Director of the Camera & Friend Sharing division and received high praise

Product Tech Lead @ AtoB | Ex-Meta | KP Engineering Fellow

Co-Founder

Next generation customer intelligence for revenue teams

Wednesday night was poetic.

A dev-turned-sales-tech founder (me) in a room of sellers selling to devs.

Two days ago, Cailen DSa and Chris Balestras co-hosted a private GTM get-together with VibeScaling and Factory at their HQ. 

30 minutes in, it was standing room only — 100+ of the best technical reps and GTM operators in SF.

The highlight? 

A panel stacked with some of the sharpest VPs of Sales from the hottest GTM teams in SF.

A few paraphrased takeaways that stuck 👇🏼

1️⃣ Don’t sell features, sell outcomes
As June-June Shih (VP Sales @ LiveKit) said — "get to the outcome." Understand the pain and speak to it. No spray and pray. Just strategic darts — high and wide.

2️⃣ Reduce friction
Justin Dignelli (VP Sales @ Modal) nailed it: the best sellers "reduce friction between company and customer," making the buying process feel effortless.

3️⃣ Your network is your unfair advantage
Bardia Shahali (VP Sales @ Fireworks AI) had one of my favorite takes — "Lean into your network to break into your most important deals... no one's using an AI SDR in those key accounts."

4️⃣ Eat the frog
Andy Codner (VP Sales @ Factory) told it to us straight — sales is f*cking hard. But consistency compounds. Keep running the right motions and it pays off.

Shoutout to these leaders and to new (and old) friends like Jack Larratt, Charlie Engel, and Tyler Ellis, MBA, MS, Vishal Arya, and Molly Sweeney.

Always inspiring to be surrounded by smart people shaping the future of revenue.

Feels even better to be building for them, alongside them 💪

Rachit Kataria 👨🏽‍🌾

Co-Founder @ Centralize (YC W24) | Helping revenue teams operationalize multithreading with AI

This post isn't for the sellers who crushed Q3.

It's for the ones who gave it everything and still came up short.

Everyone's posting about record-breaking numbers right now.

But even the best reps - the ones who prep, prospect, and execute relentlessly - still miss sometimes.

And when you dig into why, it almost always comes back to one thing:

Relationships.

Not just having them for the sake of it, but building the right ones.
Saying the right thing, to the right person, at the right time.

That's what moves deals.

But at scale?
That's where it falls apart.

We see it across thousands of deals inside Centralize.

The reps who consistently win aren't the ones sending more emails or working more hours. 

They're the ones getting multithreaded across power, influence, and intent.

That's what drives everything that matters:
- PG on Day 1 from warm intros
- Higher win rates from internal alignment
- Faster deal velocity from exec buy-in

If you missed last quarter, don't beat yourself up.
Just look closer at who's actually in your deals and who you missed.

Because the ones who crushed Q3 already know: 
The difference between 87% and 120% isn’t effort.

It's getting higher and wider.

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